The Complete Guide to Fundraising Management

336 Pages·2017·6.462 MB·English

by  Stanley Weinstein, Pamela Barden

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T H E C O M P L E T E G U I D E T O
F U N D R A I S I N G
M A N A G E M E N T
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T H E C O M P L E T E G U I D E T O
F U N D R A I S I N G
M A N A G E M E N T
•
4
F O U R T H E D I T I O N
S T A N L E Y W E I N S T E I N ,
ACFRE, EMBA
P A M E L A B A R D E N ,
DBA, CFRE
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LibraryofCongressCataloging-in-PublicationData:
Names:Weinstein,Stanley,1943-author.|Barden,Pamela,author.
Title:Thecompleteguidetofundraisingmanagement/StanleyWeinstein,
PamelaBarden.
Description:Fourthedition.|Hoboken:Wiley,2017.|Revisededitionof
Thecompleteguidetofundraisingmanagement,c2009.|Includes
bibliographicalreferencesandindex.
Identifiers:LCCN2016051239|ISBN9781119289326(hardback)|ISBN
9781119289364(epub)|ISBN9781119289357(ePDF)
Subjects:LCSH:Fundraising–UnitedStates–Management.|Nonprofit
organizations–UnitedStates–Finance–Management.
Classification:LCCHV41.9.U5W462017|DDC658.15/224–dc23LCrecordavailableat
https://lccn.loc.gov/2016051239
PrintedintheUnitedStatesofAmerica
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The AFP Fund Development Series
The AFP Fund Development Series provides fundraising professionals and
volunteers, including board members and others interested in the nonprofit
sector,withtop-qualitypublicationsthathelpadvancephilanthropyasvoluntary
actionforthepublicgood.Ourgoalistoprovidepractical, timelyguidanceand
informationonfundraising,charitablegiving,philanthropy,andrelatedsubjects.
TheAssociationofFundraisingProfessionals(AFP)andJohnWiley&Sons,Inc.,
each bring to this innovative collaboration unique and important resources that
resultinawholegreaterthanthesumofitsparts.Forinformationonotherbooks
in the series, please visit www.afpnet.org.
The Association of Fundraising
Professionals and the Center for
Fundraising Innovation
The Association of Fundraising Professionals (AFP) represents over 33,000
members in more than 230 chapters worldwide, working to advance philan­
thropy through advocacy, research, education, and certification programs. The
Association fosters development and growth of fundraising professionals and
promotes high ethical standards in the fundraising profession. For more infor­
mation ortojointheworld’slargest association offundraisingprofessionals,visit
www.afpnet.org.
AFP’sCenterforFundraisingInnovation(CFI)developshighquality,innovative
education and information programs and resources that support fundraising
professionals at every stage of their careers and help prepare them for the
challenges of raising money on behalf of important causes.
CFIStaff
Jeffrey A. Rupp, Vice President
Susan Drake Swift, Director of Content Strategy
Vanessa Mayo, Conference and Meetings Manager
Chris Griffin, Product Development Coordinator
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John Hendrickson, CFI Contractor
Cathy Williams, CFI Contractor
2016AFPPublishingAdvisoryCommittee
Daryl Upsall, FInstF, Vice Chair of AFP’s Center for Fundraising Innovation
Division
StephanieCory,CAP,CFRE,Co-ChairofthePublishingAdvisoryCommittee
Ben Mohler, ACFRE, Co-Chair of the Publishing Advisory Committee
Nina Berkheiser, CFRE
Thomas Campbell, ACFRE
D.C. Dreger, ACFRE
Patricia Egan, CFRE
Patricia Eldred, CFRE
Steven Miller, CFRE
Sophie Penney, Ph.D.
Katrina VanHuss
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Thisbookisdedicatedtotheboardmembers,volunteers,andstaffmembers
whofacilitatethefundraising foranorganization.Itissaidthattheyhave
earnedaspecialplaceinHeaven—nexttothemartyrs.
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Contents
Foreword to the Fourth Edition xiii
Foreword to the Third Edition xiv
Preface xvii
A Note about the Website xix
1
CHAPTER FiveMajorFundraisingPrinciples 1
People Give to People to Help People 1
People Give Relative to Their Means 2
Those Closest Must Set the Pace 3
Successful Fundraising 3
The 80/20 Rule Is Becoming the 90/10 Rule 4
The Need for Balance 5
CHAPTER 2 YourOrganizationandtheNonprofitWorld 7
An Overview of the Sector—Broad Range of
Services 7
Opportunities and Challenges 8
Working Together 9
Importance of Strategic Management 10
Be Sure Your Institution Is Worthy
of Support 12
3
CHAPTER ManagingtheResourceDevelopmentFunction 17
Analysis and Planning 17
Effectiveness: Doing the Right Things 21
Efficiency: Doing Things Right 23
Budgets and Financial Resources 25
Setting Fundraising Goals 30
Fundraising Modes 36
Special Issues Related to Small and Large
Operations 42
Ethics 45
Evaluation 49
4
CHAPTER TheCaseforSupportandFundraisingMaterials 51
The Case Statement 51
The Comprehensive Formal Case Statement 52
The Case Statement Process 54
Market- and Situation-Specific Case Statements 55
Presentations and Presentation Materials 55
ix